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Build a Better Agency Podcast

Scale and grow your agency with better clients, invested employees, and a stronger bottom line, with Drew McLellan of Agency Management Institute.
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Build a Better Agency Podcast
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Now displaying: March, 2022
Mar 28, 2022

Time sheets. Taxes. Annual reviews. There are some things we don’t love as agency owners and leaders. Cybersecurity and compliance are absolutely on that list. But much like taxes, it’s a necessary evil today. The risks are too great, and the reality is – our clients are going to demand it. We’re far better off to get out ahead of it before we’re asked.

Even my guest, Nathan Maxwell, refers to cybersecurity and compliance as “necessary evils.” But, as the CEO of CCITeam, Nathan also knows better than anyone that in a world filled with data breaches, security risks, and unpredictable online attacks, avoidance simply isn’t an option.
Nathan isn’t one to sugarcoat the daunting realities of implementing solid defenses, navigating cyber insurance options, or tending to the growing list of compliance concerns we’re all getting from our clients. But during our conversation, he reminds us that those processes, while painstaking at times, are never insurmountable. In fact, when we take the time to do these things the right way, our efforts won’t just make our companies safer — they’ll make them better.

Founded in 1995, CCITeam (formerly Communication Concepts, Inc.) is a full-service cyber security, compliance, and IT firm, headquartered in the US heartland. President and CEO, Nathan Maxwell saw an important unmet need for a quality IT and cyber security provider that treated their clients more like family, rather than just a ‘number’. With over twenty years of experience in enterprise-level corporations, Nathan founded CCITeam with four core principles; care, ownership, sharing knowledge, and loyalty. Each of these principles is what makes CCI one of the most trusted managed IT and security providers in the region.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

agency operations

What You Will Learn in This Episode:

  • What effective cybersecurity looks like for agency operations — and why you should care
  • The risks every business should be aware of (yes, small agencies too)
  • How cybersecurity and compliance are the same, and also very different
  • Why your policies need to match your practices and how to make sure they do
  • How your employees can either strengthen your cyber defense…or be its greatest weakness
  • What to do to protect your business from big risks — including the ones lurking in your inbox
  • When to start shopping for cyber insurance and how to know how much you need
  • The ROI for agencies who “do all of this right”
Mar 21, 2022

As agency owners, we tend to view sales as a necessary evil. Even when we love what we do, believe in how we do it, and have proof that we do it well, having to put on our “sales hats” can still feel, well, gross. But…maybe we’re going about getting those sales in the wrong way.

Nobody likes sales…except for David Priemer. David loves sales. In fact, he loves sales so much that he opted to leave his non-sales background to deconstruct the traditional sales approach and develop his own methodology based on consumer science, research, and psychology.

David has built a wildly successful career around his methodology: Cerebral Selling. And lucky for us, he uses it to help other business owners revamp and rethink their sales process to make it more efficient, effective, and most importantly, more human. I’m so excited to share our conversation with you so that you can start loving sales too — even if you hate selling.

As the Founder and Chief Sales Scientist of Cerebral Selling, David’s unique science and empathy-based approaches to driving revenue and talent growth have been published in the Harvard Business Review as well as Forbes, Entrepreneur, and Inc. magazines. Often referred to as the “Sales Professor,” David is also the author of the Bestselling book, Sell The Way You Buy, and an Adjunct Lecturer at the Smith School of Business at Queen’s University and the London Business School.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

Agency Owners

What You Will Learn in This Episode:

  • How to sell your business even if you absolutely hate sales
  • What it means to “sell the way you buy”
  • The biggest mistakes agency owners make when trying to sell their business
  • How giving people the opportunity to say “no” can win you more “yesses”
  • Why your CTAs might be scaring your customers away — and how to fix them
  • The one thing that customers buy 100% of the time (yes, 100%)
  • Why your sales pitches should be focused on problems, not solutions
  • How taking the pressure to sell off of yourself will take the pressure off of your customers too — and why that’s a good thing for both of you
Mar 14, 2022

Like so many other business environments, our industry is one that is undeniably extroverted on the surface. Agency work is collaborative, relational, creative, and dynamic — all attributes that seem to be catered almost exclusively to extroverted individuals. So where does that leave our introverted counterparts?

Monica Parkin, my guest for this episode, is not only an award-winning public speaker, an acclaimed author, and an engaging business leader; she’s also a total introvert (a title she wears with pride). Like so many, she used to think that gaining momentum in this industry as an introvert was an uphill battle — that is until she decided to flip those false assumptions right on their head. And now, she’s here to help us do the same.

Monica knows firsthand that introverts offer a host of hidden talents and superpowers that are invaluable for all agency teams, talents that are often overlooked or overpowered by the “louder” voices in the room. During our awesome conversation, she reveals what those superpowers are, how introverted individuals can harness their unique skills to find success without pretending to be someone they aren’t, and how agency leaders can create environments that allow the introverted voices within their own teams to rise above all the noise and truly shine.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

Agency Leaders

What You Will Learn in This Episode:

  • Why introverts are natural relationship-building masters
  • How career paths look different for introverts and extroverts, but lead to the same level of success
  • Tips, tricks, and tactics for introverts looking to magnify their ideas, form meaningful business relationships, and make their voices heard
  • Why marketing “like an extrovert” simply doesn’t work for introverts — and why that’s ok
  • How agency leaders can create environments that empower introverted talent to thrive
  • Why introverts and extroverts are both invaluable agency resources
  • How to create magic by mixing introverted and extroverted talent into your agency teams
Mar 7, 2022

Today, we’re delving into a topic that’s been on my mind, and on the minds of agency owners in general, for quite some time: employees.

No matter where you are or how big your agency is, staffing is a challenge for everyone right now. Every time the subject comes up during my conversations with agency owners, there are two frustrations in particular that bubble to the surface time and time again:

  1. It is hard to find and attract qualified agency talent
  2. It is hard to retain the qualified and talented people who already work for us

To tackle those frustrations, let’s explore several things agencies can do right now to counter the rival opportunities your current team members are being poached and approached with on any given day (and yes, it is happening.) We’re also going to get to the heart of what it takes for agencies to create an environment that is attractive to new employees, and a culture that makes your current team want to stick around — and not just for a year or so.

For 30+ years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies, and then started his own (which he still owns and runs) agency in 1995. Additionally, Drew owns and leads the Agency Management Institute, which advises hundreds of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops, and more.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

Agency Employees

What You Will Learn in This Episode:

  • How agencies can attract new, qualified talent
  • What it takes to keep your agency employees around for more than a year or two
  • What agency employees are looking for in a great employer, and how to be one
  • How to create an agency environment that is attractive to both new and current employees
  • How to utilize other tools for retention instead of relying solely on wage increases
  • Why you should be sharing your agency’s vision with your employees as often as possible
  • The massive value career paths offer agency employees — and owners too
  • The importance of cultivating your culture not for, but with your employees
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